Unexpectedly, when I returned to the company more than a month later, it was already afternoon when the people from Z City arrived at the company.

After arriving at the company, Hu Ya saw that many people were adjusting the debriefing courseware, and when Hu Ya was sitting at the front desk using the secretary's computer to modify the courseware, Zhao Ruyi, Ming Lei and Wu Shuo came, and after the talent training, the four of them met again.

Seeing that the four of them were together, Zhou Meiyu, the manager of the human resources department, chatted with these young people and asked them how their courseware was doing.

Hu Ya was assigned the courseware is "Eight Steps of Sales", which is the core of Tianhua Agency's sales force, such a grand theme allows himself to make courseware, in the year-end debriefing meeting for many mature managers to explain, this is simply it

"Banmen get an axe"! When Hu Ya saw the notice issued by the company at that time, he couldn't believe his eyes!

Hu Ya asked the director of the area for help, asked Manager Duan and Jin Yuan to send some training materials of the company for themselves, and it took a busy week to finish the courseware and send it to the company's office mailbox!

On the way to the company, Hu Ya was still worried about his performance at the venue, the managers who participated in the meeting in Z City cheered for Hu Ya, and Jin Yuan rarely bought a drink for her - colleagues in the project in Tongrenli felt that he was very picky (Hu Ya also agreed)!

Look, Hu Ya himself doesn't call Manager Jin anymore. Alas, the environment can assimilate people! But the root cause is Jin Yuan himself - the self is the root of everything!

Hu Ya felt that he might be unprepared at first, who knows, most managers are still working on courseware after arriving at the company!

The company's year-end summary meeting officially began at 6 p.m. First of all, the general manager of the company, Wen Hong, made the company's 2012 annual summary and 2013 company plan, the specific data of the company in 2012 Hu Ya did not remember clearly, but the development goal in 2013 was deeply remembered.

Mr. Wen mentioned that the development goal of Z City is to ensure that two and three are guaranteed, that is, two new projects are signed and three projects are signed.

Hu Ya remembers that the master said before that there are three tail-end projects in the northern area, namely Tongrenli, Lakeshore Scenery and Feili Garden, and the development of new projects is to make the existing staff transfer.

Hu Ya heard Manager Duan beside him mutter: "Last year, the development goal of Jiang Zongbao was to protect one and fight for two, and this year it is very loud!" Manager Duan has a sentence to swallow, that is: often when the market turns cold, developers will find an agency in advance to solve the dilemma...... As soon as he came on stage, there was a warm applause from a young female manager, and the talented handsome guy was really popular.

Du Yanshan's debriefing report is very planned, and he put forward a word: cross-border marketing! This is a very novel word, but Manager Du did not practice this marketing concept in Tianhua agency, and left in March 2013, and there is no marketing concept within Tianhua agency.

Du Yanshan brought this marketing concept to T City and set off a marketing revolution in the real estate industry in the province!

After Hu Ya became a planner in 2014, she began to try in the resident real estate and achieved good results, but after all, it was a step too late.

While the planner is still struggling to explain the purpose and effect of marketing to the developer, many real estate projects have already started to make cross-border attempts - many times, the marketing test is to grasp the market direction!

Then Hou Juan, the manager of the design department, made a debriefing, and she talked about the design department's attempt, that is, to use social hot topics to promote the company and help market development!

This was followed by a report by Zhou Meiyu, the manager of the human resources department, who talked about the expansion of recruitment efforts in 2013 and the introduction of the management trainee training system of sister companies to make a management reserve for newly developed projects...... After the completion of the debriefing of the headquarters personnel, Hu Ya felt that the signal emitted by the company at this year-end debriefing meeting was: vigorously develop!

And I am very confident in the success of the project. Is the real estate market going to change in 2013?

Hu Ya didn't know that his master Mu Hibiscus had discussed this topic with Sun Shaojun and Jiang Ruxing, the director of the area, in November, and the real estate market in 2013 was indeed surging...... Hu Ya didn't expect that it would be a chore to come to the company to receive the award at the end of the year, sitting in the position for several hours without moving, until the tail vertebrae were numb and the cervical spine was stiff.

Of course, you can't just sit back and not take notes - after all, there are indeed big names among the managers who report on their work and don't take the initiative to take notes

"Learning from the scriptures" shows that young people are not motivated and insincere (this is what Wu Shuo said). By the time the leaders of the area finished their debriefing, it was nearly twelve o'clock, and all the participants went to the hotel to check in after the meeting.

Wu Shuo and Hu Ya were assigned to the same room, and after returning to the room to wash up, Wu Shuo put on a mask and began to tell her the story of Zhang Zhicheng...... When he got up in the middle of the night to drink water, Hu Ya remembered that he was among his colleagues

"Encounter" hasn't been said to Wu Shuo yet. After thinking about it again, forget it, there is no need to mention the past!

"Friendship" is different after all

"Friendship with Classmates",

"Girlfriend friendship", there is really no need to say how hard your life is when you meet people, and your bitterness is often just a plot in the eyes of others!

Meet and share more interesting things, so that you can make some friends in the workplace! At 8:20 the next day, the participants signed in one after another, and the debriefing meeting officially began at half past eight.

This time, the manager of the Schmidt Group's development project, that is, the person in charge of Emerald City and Pearl Bay, who is a sales agent, but sells to his own company.

Everyone likes to go to the development project to do sales, because the developer is their own, do activity support, advertising approval, additional bonuses and more awards, the key is to pay commissions happily, unlike the developer of Party A who signs a contract to cooperate with Party B every time he settles the commission.

Xinghua Group is not only a subsidiary of Tianhua Agency, but also Zhengzhou Company, Jiangxi Company, Shandong Company and many other subsidiaries, and each company wants to get a piece of the pie in the face of interests.

Therefore, the Emerald City and Pearl Bay projects each have sales teams of four group subsidiaries, i.e. joint agent sales.

The four companies are fighting each other even more fiercely for sales performance! Zhang Chen was assigned to the Emerald City project after the collective training, and he complained in the training group, saying that the intended customer he had worked so hard to negotiate had just gone out on the front foot, and the back foot was called by the real estate consultant of the Zhengzhou company to poach it, because the Zhengzhou company gave more discounts.

The Pearl Bay project had just opened, and the distribution of performance among consultants was a mess, and the big boy who confessed to Hu Ya made money, and deliberately wrote the customer's mobile phone number incorrectly in the customer registration book, just to prevent the customer from being confused by other companies

"Pry away". The development project of Tianhua agency company is located in a second-tier city, and the situation of joint agency of real estate in second-tier cities is very common, between different agencies

The phenomenon of "grabbing customers" is also common. In order to avoid the loss of customers to other real estate, but also to avoid customers being sold by other houses in the same real estate

"Pry the corner", joint agent sales team

"Wolf-like", said they after meeting customers

It is not an exaggeration to say that 80% of the customers who come to their hands will buy a house, and the remaining 20% of the customers will never return to such a sales office!

Because of the joint agency team

"Forced order" is stable, accurate and ruthless - the so-called forced order is that the customer must leave money when he visits the house: either pay a down payment, or pay a deposit, or keep the house

"See the money"! Therefore, many customers leave the sales office and definitely do not want to go back to the sales office to experience it again

"Forced to be helpless" and pay for the feeling, some customers even left money in the sales office, but never returned to the sales office...... Just listening to it, Hu Yadu felt that this was a group of extremely tough salesmen.

The real estate problems reported by the case managers of the two projects of Emerald City and Pearl Bay are very similar, that is, the joint agency team is with each other

How to solve the problem of "pry customers". The company set aside an hour for the participants to discuss the solution.

Hu Ya listened to a number of managers talk about ways to avoid customers being pried, and wrote down a few points: 1. Increase the salary of the biller.

The biller must be strong enough to pull the customer to the scene, or memorize the customer's phone number to prevent it from being snatched away by other billers; 2. The secretary of the case site is responsible for being open and fair, and does a good job of keeping customer information confidential; At the same time, the secretary's commission is linked to the entire sales team, so as to avoid the distinction between the secretary and the four sales teams. When the secretary calls the consultant's name, the consultant rushes to the client's side as soon as possible; Third, the most fundamental method, the real estate consultant himself personally picks up and drops off customers, and does a good job of customer information confidentiality; Fourth, do a good job of grasping the preferential amount, to avoid customers turning to other companies' sales personnel because of discounts and prices...... Although he wrote down a lot, Hu Ya felt that each of the above mentioned items was there

"Pit" (a few years later there was a buzzword called

“bug”）！ For example: how to ensure the loyalty of the biller? It is becoming more and more common for billers to sell customer resources among them - Changjiang, the biller of the Xuefuyuan project in Z City, buys customer phones from other real estate billers.

Because the sales power of Xuefu Yuan Hibiscus is too strong, even if the customer phone is handed over to the sales mediocre talent, it has no value, and other billers feel that the customer phone is better than selling to the Yangtze River, so that they can also get some commission from the Yangtze River.

Another example: what if the secretary falls in love with the real estate consultant in the sales team? Once the secretary falls in love or is co-opted, there will definitely be a situation of eccentricity, how to ensure the fairness and justice of the secretary.

Another example: during the period when the real estate consultant picks up and drops off customers, what should I do if other customers go to the sales office to see the house?

Either the customer will be taken by other companies

"Pry away", or you have to talk to someone on the team

"Equal performance", absolutely no tricks! Another example: if you give all the offers to the customer, the customer still doesn't believe it – people won't believe the first offer, and they won't easily trust the price after multiple offers......